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Sales Strategy

  • The Ambassador Factor: Create Client Loyalty to Drive Sales Success
    The Ambassador Factor: Create Client Loyalty to Drive Sales Success
    Amy Franko, The Strategic Sales Expert Recorded: Feb 21 2019 42 mins
    The new sales economy has made the standard definition of “satisfaction” obsolete. To attract and grow the best customers today, we need to cultivate loyalty. This requires sellers and sales leaders who are ambassadors. Loyal clients are 3X more likely to continue buying from you; you can expand your reach at higher margins. Amy’s session reveals strategies to improve overall client loyalty and boost your sales success.

    You will learn:

    1. What it means to sell like an ambassador
    2.Key value elements that are most important to our prospects and customers
    3.The differences between tables stakes (satisfaction) and differentiators (loyalty)
    4.Loyalty strategies you can apply with prospects and existing clients
  • ISM Webinar: Social Selling In The Real World
    ISM Webinar: Social Selling In The Real World
    ISM Fellow - Ian Moyse Recorded: Feb 21 2019 30 mins
    Key Takeaways:

    •What it is
    •What it isn’t
    •Turning Social into real engagements
    •Is it just LinkedIn
    •Receive a Personal Action Plan

    Reasons to attend

    Social Selling is the new sales skill in your toolbag to help you open doors, build your own reputation & have stronger engagement with prospects. Ian Moyse, is a respected authority on Sales Leadership and the new methodology of Social Selling, sitting as a non-exec on Digital Leadership Execs, a leading Social Selling firm. He has spoken widely on Social Selling. Ian is a judge on many Sales Awards and has interviewed hundreds of Salespeople and can share in today’s market a valuable skill that can help set you apart
  • Part 1: What Management Needs to Know About Successfully Selling to the Top
    Part 1: What Management Needs to Know About Successfully Selling to the Top
    Caryn Kopp, The Chief Door Opener Expert w/special guest, Kent Gregoire Recorded: Feb 20 2019 44 mins
    In Part I of this two-part webinar series, you will learn the process for winning sales opportunities at the executive level and the next-generation in opportunity management for sales organizations. We’ll discuss a structured, scalable process for qualifying and most importantly, winning strategic sales opportunities where competitors are strong and customer buying protocols are influenced by formal and informal decision criteria.

    The content of this webinar is highly effective when you face:
    •Long sales cycles (larger deal size)
    •Tough competition
    •Multiple decision-makers in the buying process
    •Executive level decision makers

    You will learn how to:
    1.Qualify in or out of deals quickly to improve close ratio using 9 criteria
    2.Examine formal and informal power and find the relevant executive
    3.Improve forecast accuracy
    4.Win more profitable business

    Be sure to sign up for Part II of What Management Needs to Know About Successfully Selling to the Top to learn the 4 leadership practices that ensure results when selling to executives, on Feb 26 @1pmE.
  • Sales Managers: How to Set Expectations to Motivate Sellers
    Sales Managers: How to Set Expectations to Motivate Sellers
    Deb Calvert, Sales Coach - Trainer - Speaker - Researcher Recorded: Feb 20 2019 46 mins
    Sales Managers - join me for a discussion about how to set expectations that motivate sales professionals. We'll tackle the myths about sales management that interfere with goal attainment and reveal the secrets of sales motivation.
  • Understand Unique Business Issues of Global Corporations
    Understand Unique Business Issues of Global Corporations
    Barbara Weaver Smith, The Large Account Sales Expert Recorded: Feb 20 2019 41 mins
    Part II in the series Your Growth Ecosystem: Don’t Think Small About Your Big Accounts. For CEOs, Presidents, Founders/Owners, Business Development Heads, Sales VPs, and Key Account Managers of companies of any size, with special relevance to those with $10 million to $500 million in annual revenue. The series is a strategic, high-level approach to managing your organization to successfully sell and grow sales to multinational and global corporations.

    These corporations face all the usual business challenges and needs as well as issues unique to their size and global reach. The leadership team in one subsidiary company may ultimately be subject to the decision-making authority of corporate leaders in another country, from another culture, with different concepts of risk, the speed of decision-making, and what constitutes proof. Corporate culture is influenced by the cultures of all the countries from which leaders originate and where employees reside. Besides culture, large corporations are uniquely complex, unwieldy, influenced by the speed of business, technology dependent, and rule-governed. How will you train your sellers and SMEs to understand and position your company as a superior resource to executives in very large companies?


    You will learn:

    1. How understanding the unique issues of global corporations can help you better position your company’s value proposition.
    2. What is the most important issue facing all global businesses.
    3. What resources are available to help you learn about doing business in other countries.
    4.How you can decide what to do when your customer is expanding internationally
    5.What opportunities you have to be innovative with global customers.
  • The Current State of Sales Coaching – How to Make Coaching Work
    The Current State of Sales Coaching – How to Make Coaching Work
    Steven Rosen with David Kurlan Recorded: Feb 19 2019 42 mins
    Join sales management expert Steven Rosen and his guest sales expert David Kurlan for an exciting “Fireside Chat.” In this episode, they will share their insights on what sales executives and managers need to do to ensure that they can overcome many common coaching challenges and coach their salespeople to crush their sales numbers.

    No PowerPoint, no videos, just open and frank discussion.

    Expect an action-packed webinar filled with sales management gems, pearls, powerful insights and stories that will help you crush your sales numbers.

    Are you doing a great job coaching? Are you coaching frequently enough? Steven and Dave will answer these questions and share their insights into why coaching is not working and what you can do to ensure that you can get the impact you desire from coaching.

    You will learn:

    - What is the current state of sales coaching
    - What can you do to improve your coaching effectiveness
    - How to ensure that you and your sales managers are coaching
  • Sign-Up 2019: Digital durchstarten.
    Sign-Up 2019: Digital durchstarten.
    Gregor Kolk (Business Development Lead, Adobe) & Ulrich Isenmeyer (Senior Business Development Manager, Adobe) Recorded: Feb 15 2019 61 mins
    Digitale Transformation und Wettbewerbsfähigkeit gehen für viele Unternehmen Hand in Hand – vor allem in Branchen wie dem Finanz- und Versicherungswesen, in denen Vertragsabschlüsse zentral sind, ist eine gute Customer Experience differenzierend.

    Die Grundlage dafür bilden oft die Geschäftsprozesse innerhalb eines Unternehmens. Denn wenn es intern schnell und reibungslos läuft, kann das nach außen weitergegeben werden.

    Im ersten Teil unserer Webinar-Serie „Sign-Up 2019“ verraten Ihnen Experten, wie Sie Ihre Geschäftsprozesse mit den richtigen Tools digitalisieren und die Weichen für das bestmögliche Kundenerlebnis stellen. Erfahren Sie mehr zu smartem Dokumentenhandling und E-Signaturen im Webinar:
    • Dokumente digitalisieren und Verarbeitungszeiten um bis zu 83% reduzieren.
    • Wichtige Prozesse erneuern und mittels KI automatisieren.
    • Mit digitalen Berührungspunkten mehr Komfort für Kunden schaffen.
  • Sales Scripts: Acting Secrets for Bringing your Script to Life
    Sales Scripts: Acting Secrets for Bringing your Script to Life
    Julie Hansen, The Sales Presentation Expert Recorded: Feb 14 2019 49 mins
    Hate using a sales script? Afraid you’ll sound phony? You’re not alone. Yet a good sales script, delivered well, can be one of your most powerful selling tools. Fortunately, you can learn how to take those words “off the page” and bring them to life in a natural, conversational way by applying the same techniques actors use in film and television. In this webinar, Actor and Author Julie Hansen reveals simple acting secrets for working with your sales script in an authentic, fresh way that will free you up to have an active, engaging dialogue with your prospect.
    You will learn:

    1.Scripts vs. “winging it” – what you need to know
    2.5 things you absolutely, positively must have down cold
    3.How to break down your sales script into “beats” like an actor
    4.The difference between “internalizing” and “memorizing” your script
    5.How to deliver your script so it never sounds canned!
  • Digital Document Transformation is Here: Are You Ready?
    Digital Document Transformation is Here: Are You Ready?
    Will Spendlove, VP Product Marketing & Marcus Wadell, Solutions Engineer Recorded: Feb 14 2019 50 mins
    Automating the creation and distribution of your most commonly used and highest-value documents can help teams across your company achieve greater speed and efficiency, deliver a better customer experience, and improve business operations without additional resources or expense.

    Join us to:

    1. Discuss the importance of Digital Document Transformation.
    2. Hear more use cases for Conga Composer and Conga Collaborate.
    3. Start transforming your processes to generate more revenue and create business-critical efficiencies.
  • Six Ways to Shorten the Sales Cycle:Reduce Complexity and Increase Win Rates
    Six Ways to Shorten the Sales Cycle:Reduce Complexity and Increase Win Rates
    Christopher Ryan, The B2B Revenue Growth Expert w/special guest Mladen Kresic Recorded: Feb 13 2019 45 mins
    Due to the expanding involvement of multiple people (and functions) in the decision process, sales cycles are getting longer and the entire process is becoming more complex. As a result, customers prefer not to change and to remain with the status quo. This leads to a lot of frustration for sellers and a great loss of productivity.

    We will discuss the realities of today’s complex selling environment and how to avoid pitfalls that lengthen the process. You will also hear about how to maintain the value of your offering while keeping your credibility and leverage strong. Most important, we will give you the details of six proven strategies to shorten the sales cycle:

    1. Factor in the decision process.
    2. Stop excessive and unnecessary reorganizations.
    3. Sell solutions that impact business.
    4. Manage internal expectations.
    5. Don’t overcomplicate it.
    6. Avoid unprincipled concessions.

    This training event is not based on theory, but rather on the specific strategies and tactics developed by top international negotiation expert Mladen Kresic. Mladen has taught and consulted with many leading corporations to help them close more than $2 Billion in closed deals. Several examples of successful negotiations will be provided.    

    As a result of attending this event, you will learn how to:

    Make it easier for your customers to buy.
    Sell solutions that impact the customer’s business 
    Simplify the process and manage internal expectations.
    Avoid unprincipled concessions.
  • Downsizing With Dignity
    Downsizing With Dignity
    Angie Tinnell, President Of Meridian Resources Recorded: Feb 12 2019 43 mins
    The termination of an employee is never easy and although there is no exact science to the process, there are measures that can be taken to lessen the adverse impact of emotional, legal, and safety issues that might arise. Surprisingly, even the most seasoned human resource professionals and managers are often at a loss for the most appropriate actions during such an event, which results in a less than dignified situation for the affected employee. This webinar will guide you through the essential elements of developing a strategic plan to ensure you and your management team navigates through the termination with the best possible outcome for all involved.
  • Unlock the Keys to Success in your CLM Journey
    Unlock the Keys to Success in your CLM Journey
    Andrew Walters, CLM Practice Manager & Lizzy Painter, CLM Marketing Manager Recorded: Feb 12 2019 29 mins
    Effective contract management has many quantifiable benefits for companies. The return on investment can be remarkable, appearing on many levels across various departments.

    At Conga we understand the importance of getting contract management right and we believe that all successful deployments share a common journey.

    Join us as we discuss:

    1. How to think big but act small - We know CLM can be overwhelming
    2. Key Elements of CLM
    3. Phased and iterative approach to Implementation (when to phase and a few considerations)
    4. The difference between a successful and a failed implementation
    5. CLM Maturity and it's affect on contracts

    Let us show you how your business can realize it’s full potential by understanding and managing your current and future contracts.
  • ISM Webinar: 5 LinkedIn Hacks that Reveal where Your Ideal Prospects are Hiding
    ISM Webinar: 5 LinkedIn Hacks that Reveal where Your Ideal Prospects are Hiding
    Sarah Hughes ,”The LinkedIn Lead Generation Expert” and Founder of Boost Business Growth Recorded: Feb 12 2019 36 mins
    Reasons to Attend:

    I show you LIVE inside my LinkedIn account so you can use the same techniques to predictably fill your sales pipeline too.

    Here are a further 3 valid reasons to attend:

    1.You’d love to get the inside track on what I do so that you and your teams can do it too
    2.I show you the 23 filters within LinkedIn to instantly pinpoint your prospects with laser precision
    3.You’ve been itching to conquer LinkedIn or social selling and want to create a flow of leads.

    Key Takeaways

    •2 phrases in your sales team LinkedIn profiles that kill prospect conversations stone dead
    •1 action that alerts you to new prospects, even without a fresh database of leads
    •2 approaches to credibly grow your audience of prospects and referrers
    •1 Power Play that attracts, rather than repels, your prospects.
  • Aligning Sales & Marketing: How Salesforce Uses Pardot
    Aligning Sales & Marketing: How Salesforce Uses Pardot
    Daniel Yamoah, Pardot Specialist. Denis Hoogweg, Pardot Solution Engineer Recorded: Feb 7 2019 45 mins
    Alignment between Sales and Marketing is potentially the largest opportunity for improving business performance today. When sales and marketing teams unite around a single revenue cycle, they dramatically improve sales productivity, marketing ROI and, most importantly, top-line growth.

    Join this Webinar to hear how the Pardot marketing team used Pardot's B2B Marketing Automation platform + Salesforce Engage to put the power of marketing automation in the hands of our sales reps.

    During this live webinar you will learn:

    How to create marketing-approved sales campaigns that will generate more leads
    Close more deals and maximise ROI
    Achieve sales and marketing alignment
  • Best Practices : Efficiency with Contract Lifecycle Management
    Best Practices : Efficiency with Contract Lifecycle Management
    Conga & Statera Recorded: Feb 5 2019 45 mins
    The end of the fiscal year is always a mad rush of activity as department heads hurry to push through projects, spend remaining budget, and finalize contracts before the year closes. Sales, procurement, and legal teams usually feel the brunt of the pressure, as they battle timewasting manual processes and piles of paperwork to squeeze in priority projects and revenue opportunities in under the wire.

    Join Conga and Statera for a discussion about contract management pain points and best practices to remedy those pitfalls and put you on a path to efficiency for 2019.

    In this session you’ll learn:

    -Common pain points and pitfalls when it comes to contract management
    -Best practices for the buying process and implementation
    -Demo: MSA and NDA tips & tricks
  • Increase Quota Attainment with a Buyer-Oriented Selling System
    Increase Quota Attainment with a Buyer-Oriented Selling System
    Mike Kunkle, The Sales Transformation Expert Recorded: Feb 5 2019 38 mins
    Ongoing sales research repeatedly tells us that modern buyers want something different from sales reps than they’re getting today. Yet, for the most part, sellers continue to do the same old things they’ve always done. This does not bode well for 2019.

    Are you tired of how many of your sales team’s deals end in “No Decision?”
    Does it concern you how many of your sales reps don’t make quota?
    Are you ready to do something about it?

    In this webinar on The Sales Experts Channel, sales enablement expert Mike Kunkle will share a Buyer-Oriented Selling System that will help you:

    1.Shift your sellers’ mindset to think like a buyer
    2.“Flip the script” to operate outside-in, from your buyers’ perspective
    3.Operate in ways that build trust, rather than sounding like a stereotypical salesperson
    4.Increase competitive differentiation as well as improve win-rates and quota attainment
    5.Sell differently to get different results
  • ISM Webinar: How to Write an Effective Sales Email
    ISM Webinar: How to Write an Effective Sales Email
    ISM Fellow - Phil Dickenson Recorded: Feb 5 2019 25 mins
    Key Takeaways:

    How to write an email which gets a better chance of being opened and getting a response. This will increase your chances of hitting your sales target for the month, quarter and year.


    Reasons to Attend:

    Email is the most common form of communication in business. Most sales emails don't get replied to because they're not good enough.

    So how do you improve your email? How do you communicate to a customer and increase the likelihood of them replying?

    Face to face is important. Social media is important. Email is the most common form of communication in business and if you don't get it right, you will lose out.
  • Sales in a New York Minute
    Sales in a New York Minute
    Deb Calvert w/special guest, Jennifer Gluckow, author of Sales in a New York Minute Recorded: Feb 4 2019 45 mins
    Deb is hosting special guest Jennifer Gluckow to talk about her new book “Sales in a New York Minute.”

    You've heard the term ''...in a New York minute,'' and you have your own ideas of what it means. Jennifer Gluckow defines it as ''fast, clear, direct, and successful.'' That's the way of New York, and it's the way sales are made (or lost) in New York City, and everywhere else on the planet.

    Jennifer's concepts and strategies for selling follow the timeless New York City line, ''If you can make it there you can make it anywhere,'' transitioned to, ''If you can make the sale there, you can make the sale anywhere.''

    212 is a sales nuance - it's the boiling point, the tipping point, and the emotional point. It's the NYC area code, and it's the number of mastery ideas and strategies in Jennifer's book that will bring salespeople success. Whether you're a sales newbie or a sales master, Jennifer's 212 New York minutes will bring your sales and your customers to the buying point.

    From attracting customers online and face-to-face, to helping secure lifelong relationships, referrals and reorders, by building trust over time, minute by minute; to ensuring profitable sales and customer loyalty, you will learn 212 strategies that when put into practice, will make your sales and success soar.
  • Jeffrey Gitomer’s Sales Manifesto
    Jeffrey Gitomer’s Sales Manifesto
    Deb Calvert w/special guest, Jeffrey Gitomer, The King of Sales Recorded: Feb 4 2019 45 mins
    Deb is hosting special guest Jeffrey Gitomer because…

    After 50 years of successfully making sales all over the world.
    After delivering more than 2,500 customized speeches to the world's biggest companies.
    After establishing an unrivaled social platform with millions of views and followers.
    After leading the marketplace with Sell or Die podcast.
    After delivering more than 350 sold-out public seminars to audiences all over the globe.
    After writing 13 best-selling books including The Sales Bible and The Little Red Book of Selling...

    Jeffrey Gitomer has finally written the SALES MANIFESTO. A book that sets the standard, and lays bare what it will take for salespeople to succeed now, and for the next decade.

    The MANIFESTO identifies in simple language the 5.5 parts of the new sale, and builds easy-to-learn and easy-to-implement models for each component:

    1. Value Attraction (creating social messages that make the reader want more)
    2. THEM Preparation (planning strategy, getting ready, and executing)
    3. Value Engagement (attraction PLUS value)
    4. Connection and Completion (perceived value beyond price in both 'how to connect' and 'connect to make a sale')
    5. Building profitable long-term relationships (loyal, value driven customers)
    5.5 Building a permanent referable first-class reputation (both online and community based)

    This book is not just the answer - it's a no bull book of ANSWERS and ACTIONS that will put you on top of your sales world and keep you there.
  • Gain Relevant Sales Knowledge about Very Large Account Prospects
    Gain Relevant Sales Knowledge about Very Large Account Prospects
    Barbara Weaver Smith, The Large Account Sales Expert Recorded: Jan 30 2019 44 mins
    Part I in the series Your Growth Ecosystem: Don’t Think Small About Your Big Accounts. For CEO, President, Founder, Owner, Business Development, Sales VP, CMO, Sales Enablement, Key Account Manager of companies of any size, with special relevance to those with $10 million to $500 million in annual revenue. The series is a strategic, high-level approach to managing your organization to successfully sell and grow sales to multinational and global corporations. Far too often, these responsibilities become divided by territories, individual reps, product lines, historical relationships, or sales to divisions or subsidiaries. The corporate board and senior management make their most strategic business and financial decisions with their entire global footprint top of mind—unless you can see the whole as well as its parts, you operate from a position of weakness. How can your company initiate and manage long-term relationships with the many people, subsidiaries, locations and divisions of a global account in a way to provide the greatest value to that customer and you? This webinar covers your company’s knowledge base—how do you gain relevant knowledge, manage it, share it, and keep it up to date. Who should be responsible and how can you afford to do it?


    You will learn:

    1.How much does your team need to know in order to be successful?
    2.How to conduct research, synthesize what’s relevant, and keep it up to date?
    3.How to share and communicate among all who need to know?
    4.What are the relevant tools and resources to make this process easy?
    5.Who should be responsible for doing this work? How can you afford it?
  • How to boost lead generation with employee advocacy
    How to boost lead generation with employee advocacy
    Bruno Bin, Head of Marketing at Smarp Recorded: Jan 30 2019 25 mins
    Companies spend lots of time, money and resources creating great content. The problem is this content often doesn't get the attention it deserves.

    Whether it's an eBook, video testimonial, blog post, webinar, new job post or even sales collateral, when information doesn't flow, engagement is low and well, you know the drill.

    Watch this webinar to learn how you can leverage employee advocacy and the power of networks to give your content the attention it deserves with increased reach, trust and content marketing ROI.
  • How to Manage Sales AND Lead People
    How to Manage Sales AND Lead People
    Deb Calvert, Coach and Trainer for Sales Managers Recorded: Jan 29 2019 44 mins
    The most effective Sales Managers understand that managing sales is only part of the job. To succeed long term and build the business, you can't ignore the other part of your job -- leading people. Join me to learn how you can out-perform your peers, delight your customers, and support your team members in ways that really matter.
  • ISM Webinar: Could personalised technology give you that extra 10%?
    ISM Webinar: Could personalised technology give you that extra 10%?
    Iain Sinnott – Sales and Marketing director – VanillaIP Recorded: Jan 29 2019 31 mins
    Key Takeaways:

    Technology is constantly evolving, and businesses are becoming more and more dependent on technology to run their businesses efficiently.

    Technology is transforming businesses and disrupting entire industries. One of those industries that has been heavily affected is sales.

    From prospecting to closing, today’s mobile, social, big data, and cloud technologies are revamping the sales process in ways that would have been unthinkable only a few decades ago.

    As a result, many sales organizations are embracing new technologies to drive productivity, profitability, and competitive advantage to revamp the sales process.

    With that in mind, here’s a look at some of the technological tools organizations are using to streamline the selling process:

    -Big Data
    -Social Platforms
    -Sales Force Automation Systems
    -Cloud-based CRM Technology
    -Mobile technology

    Reasons to Attend:

    -Why individuals need to be involved in the choice of business productivity tools
    -The different benefits different users derive
    -Why learning to work with salespeople is the best way for buyers to avoid white elephants

    Technology is constantly reinventing and improving, and the world is being constantly reinvented around it.
  • In Sales, You'll Earn More If You Learn More
    In Sales, You'll Earn More If You Learn More
    Deb Calvert w/special guest, Jonathan Farrington, CEO of Top Sales World Recorded: Jan 28 2019 47 mins
    In sales, learners are earners! The benefits of lifelong learning and ongoing development are well-documented. In sales, curiosity and the pursuit of knowledge translate into goal-attainment and professional success.  

    But who has time for training or going back to school? Sellers are busy! 

    Maybe there's another way. 

    Join Deb Calvert, founder of The Sales Experts Channel, and special guest Jonathan Farrington, CEO of Top Sales World, as they discuss resources, options, and best practices for busy sales professionals. They'll show you how to accelerate your development, expand your knowledge base, and earn more by learning more even if:

    - you are busy or overwhelmed
    - you've never attended a single college class
    - your company doesn't provide sales or management training
    - you don't like reading 
    - you disliked school and feel intimidated by the thought of learning or changing 

    What do you have to lose? Register today so you can start learning (and earning more!) right away. 
  • CRM In practice at Accounting firm Shaw Gibbs
    CRM In practice at Accounting firm Shaw Gibbs
    Fran Kidd, Business Development & Marketing Manager Recorded: Jan 28 2019 6 mins
    Hear about how this leading accountancy firm chose Workbooks, the integration between Workbooks and CCH, how they can now quickly report on sales and marketing activities to make informed decisions and ensure they focus on activities that win business.
  • The Future of Marketing Emerging from Technology of Today: 3 things to watch
    The Future of Marketing Emerging from Technology of Today: 3 things to watch
    Yana Lapitskaya - Managing Director, Yay!Starter Marketing; James Mclaughlin - Regional Account Manager, Intro Feb 26 2019 10:00 am UTC 60 mins
    Artificial intelligence has been around for a while and is already shaping the digital marketing – even if you haven’t noticed it. Every time you work with Google Ads – you are feeding in the data that informs Google’s AI enabling them to serve you with keyword suggestions, additional ad options and much more. Imagine this happening around the clock on a global scale! No wonder Google knows everything.

    Neuroscience has uncovered the decision-making process happening in our brain that advertisers knew very little about.

    Making advertisers understand how system 1 and system 2 brain works as well as their differences is like giving a video camera to someone used to drawing primitive pictures to capture and interpret the reality… It is changing the game forever – the TV, print and digital advertising will never be the same again! We are perhaps witnessing the biggest revolution in marketing since the launch of social media advertising.

    Blockchain is the newest kid on the block, and we are yet to see it manifesting itself in marketing but even now we can say it will go far beyond the cryptocurrency world, tokenizing and decentralizing the digital economy further.

    What does it all mean for you and your company?

    Sign up to our webinar ‘The Future of Marketing Emerging from Technology of Today: 3 things to watch closely’ to learn more about Artificial Intelligence, Neuroscience and Blockchain shaping the new marketing reality.
  • The Five Keys to Effectively Plan for Every Sales Call
    The Five Keys to Effectively Plan for Every Sales Call
    Lisa Magnuson, The Landing 7-Figure Deals Expert Feb 26 2019 5:00 pm UTC 45 mins
    How about a 20% or more boost in your sales effectiveness? If you want to improve the quality and efficiency of your customer meetings and boost close ratios, then this webinar is for you. You can accelerate your sales development by mastering how to plan for every sales call.

    You will learn:

    1.What is a pre-call planning?
    2.Why is pre-call planning one of the most effective sales tools to increase sales effectiveness?
    3.What are the five keys to successfully plan for every sales meeting?
    4.What results can you expect from pre-call planning?
  • Part II: What Management Needs to Know About Successfully Selling to the Top
    Part II: What Management Needs to Know About Successfully Selling to the Top
    Caryn Kopp, The Chief Door Opener Expert Feb 26 2019 6:00 pm UTC 45 mins
    In Part II of this two-part webinar series, you will learn the 4 leadership practices that ensure results when selling to executives. We’ll discuss “must-do’s” for increasing the number and quality of executive level prospect meetings, making it inevitable for sellers to get optimal outcomes from pitches, reasons why some sellers and managers fall short of expectations (and what to do about it) as well as ways to protect your company’s most valuable asset – your pipeline.

    The content of this webinar is highly effective when you face:
    •Long sales cycles (larger deal size)
    •Tough competition
    •Multiple decision-makers in the buying process
    •Executive level decision makers

    You will learn how to:
    1.Implement a formula for landing more high-quality prospect appointments
    2.Know what sellers must include in their pitches to get the best results
    3.Pinpoint the real “why” behind the gap in sales staff delivery (so you solve the right problem)
    4.Initiate policies which ensure a continuous, predictable healthy pipeline

    Bonus content: Which “hidden” metrics tell you you’re getting it right
  • How Meaningful Shopper Relationships Power Retail Success
    How Meaningful Shopper Relationships Power Retail Success
    Jamie Merrick, Director of Industry Strategies & Insights. Guy Elliott, SVP& Industry Lead for Retail EMEA & APAC Mar 5 2019 3:00 pm UTC 55 mins
    Today’s consumer expectations are upending the industry’s approach to retail, and brands must evolve quickly to avoid irrelevance. To help you navigate this shifting landscape, SapientRazorfish and Salesforce have joined forces to reveal new patterns in shopping behavior and new opportunities for retailers like you. This study is based on the activity of more than 300 million online shoppers, 6,000 consumer survey responses from shoppers in six countries, and dozens of interviews with retail experts.
  • How to Supercharge Sales by Building An Ideal Client Profile (ScaledUp Ep. 1)
    How to Supercharge Sales by Building An Ideal Client Profile (ScaledUp Ep. 1)
    Lloyd Yip, The Startup Sales Expert Mar 5 2019 4:00 pm UTC 45 mins
    An Ideal Client Profile (ICP) is a detailed description of the clients who would benefit most from your product/service. These clients are more likely to buy in to your vision, advocate for you, and ultimately stay a long term profitable client.

    Knowing your ICP means it’ll be easier to bring in more high value business that STAYS and ADVOCATES for you. As well, because you truly understand your market and their pain points, it is easier for you to improve the product/service in a way which keeps your clients happy.

    On the flipside, not knowing your ICP would mean:

    -It’s more difficult to find clients who want to buy
    -It’s harder to retain clients long-term
    -You’re more likely to bring on poor-fit clients who drain your resources
    -It’s confusing as to which marketing channels to use
    -It’s more challenging to improve the product/service to be in line with your clientele

    You will learn:

    1.How to analyze your existing client base to understand which clients fit your ICP
    2.How to also uncover who are the clients who are BAD fits, so you can avoid them
    3.How you can maximize your sales and marketing efficiency once you have a fully built ICP
    4.How to ultimately leverage your ICP to improve sales and revenue
    5.BONUS: How to discover your ICP even if you have very few clients to look back at
  • The 7 Habits Your Reps Need to Crush their Quota
    The 7 Habits Your Reps Need to Crush their Quota
    Jesse Price, Director of Sales at Copper Mar 5 2019 6:00 pm UTC 35 mins
    As a sales leader you’re under constant pressure to hit your number. You’re probably sick of asking yourself: “How do I make sure we hit our quota this month?“

    Join our upcoming webinar on Thursday, 11/15 at 10am PST / 1pm EST to learn the 7 habits you need to instill in your reps to build a successful sales engine, that drives results every month.

    During this webinar, you will hear from Jesse Price, Director of Sales at Copper, and his journey as a sales rep at IBM to account executive at Salesforce to now leading Sales at Copper. He will share tangible best practices on how to make every rep a top performer to ensure they hit quota.
  • How to Create a Sales Experience that Doesn’t Suck
    How to Create a Sales Experience that Doesn’t Suck
    Melissa Madian, The Sales Experience Expert Mar 6 2019 4:00 pm UTC 45 mins
    Your sales people are often the first people with whom a prospective customer interacts. Are you equipping Sales with what they need to have an engaging, relevant conversation while also providing an experience that makes the customer say, ‘Wow, that salesperson really got me!”? This session will cover how to design a sales experience that is geared towards building customers for life.

    You will learn:

    1.Why the Sales experience is so critical to the customer lifecycle.
    2.How to design a Sales experience that meets the needs of revenue-generation while creating a fantastic customer experience.
    3.How to empower your Sales teams so they are customer-centric.
  • The New World of AI - Powered Contracts
    The New World of AI - Powered Contracts
    Tim Cummins, IACCM President and Jason Gabbard, Head of AI, Conga Mar 6 2019 6:00 pm UTC 54 mins
    Contract management is an area that is ripe for innovation and digital transformation. Often contracting processes are bureaucratic, burdensome, and a major source of delays. Yet new technological solutions are emerging quickly, affording the opportunity for AI to manage much of the process, while freeing up people—contract management staff—to focus on more strategic tasks.

    Are you prepared for the pace of change?

    Join us live to hear from IACCM President Tim Cummins and Conga Head of AI Jason Gabbard while they chat about:

    -The essential documents and contracts to automate.
    -Driving compliance across departments and increasing collaboration.
    -Boosting efficiency by reducing errors with key AI technology and Machine Learning.
  • Closing Sales? No Excuses!
    Closing Sales? No Excuses!
    Michael Griego, The Enterprise Sales Effectiveness Expert Mar 7 2019 6:00 pm UTC 45 mins
    Are you a Sales Closer? Do you know what it really takes to close deals in today’s environment? This session will cut through all the noise about closing deals with clear, doable, professional sales best-practices. Let’s revamp how we sell. No excuses!

    You will learn:

    1. What Closing is and what it isn’t
    2. How Super Star Salespeople really Close
    3.3 Key Disciplines for Effective Closing
  • ISM Webinar: Lack of Pipeline - The number 1 reason you are not hitting Quota
    ISM Webinar: Lack of Pipeline - The number 1 reason you are not hitting Quota
    ISM Fellow, Steve Burton Mar 12 2019 2:00 pm UTC 30 mins
    Let’s face it… selling isn't easy. Sometimes it seems easier to lure a ravenous lion with a lettuce leaf than hit your monthly sales target. Even the best, most seasoned salespeople will feel pressurized from time to time and result in them not hitting the target. It’s this pressure that spawns excuses – excuses that detract attention away from a salesperson’s performance (or lack of it).

    I hate hearing excuses; it feels like people are trying to blame others rather than accepting their own failings. But what are the top excuses you’ll hear from a salesperson?
  • How to Identify and Leverage Win Themes™ for Every Prospect Call
    How to Identify and Leverage Win Themes™ for Every Prospect Call
    Lisa Magnuson, The Landing 7-Figure Deals Expert Mar 14 2019 4:00 pm UTC 45 mins
    If you want to improve the customer experience and their receptivity to your messages, then you need to know about Win Themes™. Accelerate your sales by staying in the conversation sweet spot thereby moving the prospect through the sales cycle without stalls.

    You will learn:

    1. What are Win Themes™?

    2. Why are Win Themes™ so powerful for customer interactions?

    3. When to use Win Themes™?

    4. What results can you expect with Win Themes™??
  • Emotionally Intelligent Sales Cultures
    Emotionally Intelligent Sales Cultures
    Colleen Stanley, The Emotional Intelligence For Sales Expert Mar 18 2019 5:00 pm UTC 45 mins
    In today's hyper-competitive markets, sales people are under a lot of pressure. A sales person must not only sell a solution to a client, they must partner with the client to create the solution. This requires the ability to build trust with prospects and customers quickly. This level of partnership, co-creation, is not possible without the ability to engage people on both a rational and emotional level. Emotional intelligence is the competitive tool for sales people.

    Colleen Stanley shares thought provoking and practical tips for incorporating emotional intelligence skills into your sales process. Learn how soft skills produce hard sales results.
    Learning Objectives:
    Understand the art and neuroscience of influence, sales and sales leadership.
    Discover why salespeople—and sales managers---default to fight or flight responses during difficult conversations.
    Learn the power of emotional self-awareness, the mega soft skill. Know thyself before you can know others.
    Discover how and why empathy builds trust and relationships. Leverage the power of truly ‘walking a mile’ in another person’s shoes.
    Gain insights on the importance of delayed gratification in building powerful selling skills and sales teams.
  • Sales Acceleration - 7 Back to Basics Approaches to Propelling Sales Success
    Sales Acceleration - 7 Back to Basics Approaches to Propelling Sales Success
    Deb Calvert w/special guest Drew Stevens Mar 19 2019 3:00 pm UTC 45 mins
    Are you struggling with sales success? Are you meeting your sales closure goals? Or, are you simply seeking better and more efficient methods to close sales quickly? Selling is a 3000-year-old profession that requires one ideal to achieve success – simplicity! Sometimes it is not what you are doing but what you are avoiding so that you achieve and exceed quota. In this fascinating, interactive and enjoyable presentation you will be engaged with the art of simplicity and basics so that you achieve more, bypass competition and excel personally and professionally in all you do!

    In this interview you will learn:
    1.How to achieve differentiation from other sales professionals
    2.Compare and contrast electronic and traditional methods to break out from competition
    3.Analyze and develop better methods to reaching the economic buyer
    4.Understand the importance of a process and remaining true
  • UK supermarkets - the longest cold war?
    UK supermarkets - the longest cold war?
    ISM Fellow - Andrew Grant Mar 21 2019 11:00 am UTC 30 mins
    Why you should attend:

    An up to date analysis of the UK supermarket sector - mergers, acquisitions, consolidation, relentless pressure - but why no all-out price war for the past 15 plus years - would Amazon's entry be the final straw?

    What you will learn

    •Unmissable for anyone selling into the UK supermarkets
    •Get yourself fully up to date with the latest changes that could impact your business
    •Delivered by an acknowledged industry expert
  • Sales Managers: How to Give Effective Feedback to Sellers
    Sales Managers: How to Give Effective Feedback to Sellers
    Deb Calvert: Sales Coach - Trainer - Speaker - Researcher Mar 27 2019 8:00 pm UTC 60 mins
    Sales performance depends on sales people. Learn how you can be more effective in delivering feedback that changes sales behaviors and boosts sales productivity. You'll learn the 3W Feedback Model, a simple way to ensure that your feedback sticks.
  • ISM Guest Webinar: The 9 Key Characteristics Required in Strategic Sales
    ISM Guest Webinar: The 9 Key Characteristics Required in Strategic Sales
    Jim Bloomfield & Sarah Clapperton - Director, Bloojam Consulting Ltd Apr 9 2019 10:00 am UTC 30 mins
    Reasons to Attend:

    The Acuity® for Strategic Sales model has been designed by Business Psychologists to enable organisations to develop high performing salespeople and to recruit new sales talent.

    By reviewing credible research from 30 years of scientific studies into sales behaviours, the Acuity® for Strategic Sales model identifies the 9 key sales capabilities that determine success. Aimed at Sales Directors and Sales Managers this webinar will share with you how you can measure these sales capabilities in your team to drive sales performance.

    Key Takeaways

    Environmental drivers that require a change in sales behaviours

    What to look for in your sales teams:

    •Personal Drive- Describes why an individual enjoys sales activities and whether they will seek to perform at a consistently high level.

    •Sales Focus- Describes what the individual does to understand the client and the relevant economic and industry drivers, to use this knowledge to provide insight and solve customer problems, and to seize opportunities to create momentum in the sale.

    •Interpersonal Insight- Describes how the individual interacts with the customer, through appreciating the perspective of the other party, modifying their behaviour in a way that is appropriate to the situation and developing relationships and connections internally and externally.
  • For Sales Managers: Having Candid Conversations with Sellers
    For Sales Managers: Having Candid Conversations with Sellers
    Deb Calvert, sales researcher, field coach and author Apr 9 2019 3:00 pm UTC 45 mins
    It's the conversation no one wants to have. But it must be done. How can you deliver a difficult message without demotivating a seller? How can you speak directly and clearly so a seller will make the changes you need?

    We'll talk about the value of candid conversations and how Sales Managers should conduct them to maintain morale and boost sales effectiveness.
  • ISM Webinar: Personal Development Essentials Part 1: How to Set Quality Goals
    ISM Webinar: Personal Development Essentials Part 1: How to Set Quality Goals
    ISM Leader: Ruta Misiunaite, Senior Business Development Manager, IRI UK Apr 18 2019 10:00 am UTC 30 mins
    Reasons to Attend:

    Have you already failed your New Year’s resolutions? Are you dreading coming into work on Mondays? Are you in need of some motivation to kick-start your goals and finish 2019 with a bang? Then you’re in luck because this webinar is meant for you!

    Within four short years, Ruta Misiunaite has progressed from being the most junior sales person in the company with no prior sales experience to one of the Senior Business Development Managers at IRI UK, responsible for going after £39m worth of key prospects’ business. The key driver behind Ruta’s success is her relentless focus on continuous personal development and passion for learning everything there is about being a great salesperson.

    In this first installment of our three-part series on Personal Development Essentials, Ruta will show you how to set quality goals that are challenging, exciting, and help you fall in love with what you do. Don’t wait for a Monday or January 1st to start working on your goals and sign up to this webinar now!

    Key Takeaways
    ●Tips & tricks that will help uncover what truly motivates you to get up in the morning
    ●Simple tools to help write a quality goal that makes you feel excited about realising your full potential
    ●Easy to implement techniques to ensure you stick to your goals throughout the whole year
  • Personal Development Essentials, Part 2: How to Create an Effective Plan
    Personal Development Essentials, Part 2: How to Create an Effective Plan
    ISM Leader: Ruta Misiunaite, Senior Business Development Manager, IRI UK Apr 23 2019 10:00 am UTC 30 mins
    Reasons to Attend:

    Have you set yourself a quality goal and you get the things started, but you’re don’t know where to start? Well then, it sounds like you’re in need of some help building a solid plan!

    During this second instalment of our Personal Development Essentials, Ruta will talk you through the importance of having a personal development plan and show you how to write an effective and actionable plan that helped her progress from being the most junior sales person in the company with no prior sales experience to one of the Senior Business Development Managers within 4 short years.

    Key Takeaways
    • Clear understanding of why having a solid plan is so important in successfully achieving your goals
    • Practical advice on how to use reverse engineering to create an effective personal development plan
    • Tips on what to do when you feel that you’re not getting anywhere close to achieving your goals or if your goals are not exciting to you anymore.
  • ISM Webinar: Marginal Gains to Improve Outcomes as a Sales Leader
    ISM Webinar: Marginal Gains to Improve Outcomes as a Sales Leader
    ISM Fellow - Ian Moyse Apr 25 2019 10:00 am UTC 30 mins
    Key Takeaways:

    •Key metrics to address to transform a sales team
    •What the board wants to see
    •How to make a positive personal impact


    Reasons to attend:

    In today’s selling world, Sales Leaders often hit roadblocks, start new roles and need to make an impact and find it harder and harder to make their mark. Ian Moyse has achieved success in firms running large multi-national teams, smaller startup’s needing to ramp and in joining companies needing sales fixing or acceleration and speaks often on fundamental approaches to driving sales growth and performance. If you take one new idea or focus away, it is with your 30 mins to attend this webinar.
  • Personal Development Essentials, Part 3: How to Find the Time
    Personal Development Essentials, Part 3: How to Find the Time
    ISM Leader: Ruta Misiunaite, Senior Business Development Manager, IRI UK May 2 2019 10:00 am UTC 30 mins
    Reasons to Attend:

    You have set yourself an exciting goal. You’ve come up with a solid step-by-step plan of how to achieve it. But you just can’t find the time in your busy schedule to work on it? You’re not alone!

    In the final installment of Personal Development Essentials, Ruta will show how she managed to find 100+ hours a year of her time for personal development whilst keeping up with her day to day activities. Make sure you find time for what’s important and sign up to this webinar now!

    Key Takeaways

    • An overview of what’s getting in the way of you achieving your goals
    • Simple mindset tricks to help you achieve your goals quicker and with more ease
    • Practical tips on how to carve out at least 15mins for personal development each day
  • Sales Managers: Look Beyond Tomorrow for Sustained Growth
    Sales Managers: Look Beyond Tomorrow for Sustained Growth
    Deb Calvert, executive coach and trainer May 7 2019 8:00 pm UTC 45 mins
    Short-Term vs. Long-Term.
    Managing Work vs. Leading People.
    Being Reactive vs. Proactive.

    These are tough decisions and challenges that face Sales Managers every day. It's easy to get swept up by the tyranny of the urgent and the revenue pressures at hand.

    But leaders inspire others by focusing on the future and continually building toward something better. And you can, too.

    Join me to move past small-picture thinking and a singular focus on the here-and-now. Become more inspirational and more proactive with the tips and techniques from this presentation.
  • Essential sales skills needed to succeed in the construction industry
    Essential sales skills needed to succeed in the construction industry
    Stella Dixon - Training Manager, Aggregate Industries May 23 2019 10:00 am UTC 30 mins
    Key Takeaways:

    A suggested approach to developing commercial skills in Business Graduates in the construction industry.

    Reasons to attend

    Commercial awareness is one of the key attributes cited by many employers as being essential to employability, but unfortunately, one that many people seem unable to demonstrate. It comes up time and time again in job advertisements, discussions between recruiters and on careers guidance websites. But what does 'Commercial Awareness' really mean, and how can you develop it?
  • Sales Managers: 7 Sales Productivity Drivers You Might Be Missing
    Sales Managers: 7 Sales Productivity Drivers You Might Be Missing
    Deb Calvert, Sales Author, Speaker, Researcher, and Coach Jun 18 2019 3:00 pm UTC 45 mins
    This presentation is about knowing what drives sales productivity and how to strategically pull the levers for a balanced and more predictable performance.

    We’ll review the top 7 Sales Productivity Drivers and the interplay between them. You’ll be able to diagnose which ones you need to work on for improved sales performance.

    Join me to identify which Sales Productivity Drivers need your attention and which ones can go on auto-pilot in your organization.
  • How To Help Employees Find Meaning In Work
    How To Help Employees Find Meaning In Work
    Andre Andersen, Motivational guide and trainer Jul 25 2019 10:00 am UTC 45 mins
    Reasons to Attend:

    Leading yourself or others, it doesn’t matter. At the end of each day, we are all looking for meaning and purpose for what and why we get out of bed every morning.

    It's an important aspect that impacts our daily lives.

    As a business and leader, you play an instrumental role in helping your employees finding purpose, and it should start with your business being 'purpose-driven' instead on 'product/solution' driven.

    Many employees feel that they are just working for a paycheck and aren’t contributing to the greater good of society.

    Without a sense of purpose, it’s difficult for employees to connect with their work and their company. Working with a sense of purpose boosts employee motivation, productivity, morale, and overall job satisfaction.

    Key Takeaways

    - What is purpose or meaning?
    - How do I find it?
    - How can I help others to find it?
    - Why should I care?